by Tom Wood-Young
In order to understand intuitive selling, it is necessary to
understand the concept of the unconscious and the ego.
These two parts of human consciousness determine much of our
behavior, thoughts and attitudes. They are also important in
understanding how we relate to others.
They determine how we act on the surface and on a deeper level we
cannot recognize consciously. Without getting too analytical,
following is a brief description of the ego (conscious self) and the
unconscious (inner self) and how they relate to your sales
Take time to explore this area further. It will bring
tremendous value to your sales career.
Go Inside to the Unconscious
The first step to understand the outside world better and to know
what success means to you is to get in touch with your inner self or the
The unconscious is the part of human beings that is intuitive.
It is the power behind all human intentions and actions, providing us
with dreams, creativity and imagination. It is who you really are
at the core of your being and gives you purpose.
Why do dreams seem so real? The mind does not know the
difference. This is an expression of the power of the unconscious.
Your greatest challenge to becoming more intuitive in your selling
and more successful in your career is to get in touch with the
unconscious and listen to its direction. This will help you stay
on target toward living your mission and goals and making the proper
decisions as you respond to customers and the environment around
The goals and mission are your internal compass, or steering wheel,
in making daily and weekly decisions about your sales activities.
As you make these decisions, step back, listen to your inner voice and
keep them connected with your mission statement and goals. Trust
the message of the unconscious; this is intuitive selling.
People may enjoy their work ó some people are actually having more
fun at work than play. However, most people would rather be doing
something else. This is true because many people are not doing the
work they love ó or work they were meant to do (what their unconscious
wants them to do).
The unconscious needs a mission or goal. It canít wander,
unless that is your goal or mission. Your greatest job in
life is to find that mission and remove unwanted thoughts or things that
are not true to that mission.
We have a lot to learn from children. Young children have a
high degree of contentment about them and the ability to bounce back
from disappointment with ease, which comes from lack of ego.
Also, anyone who has ever competed in sports knows that in order to
function at the highest level of ability, he/she must get into the
zone. Athletes must remove their egos and operate on instinct or
intuition. They must operate from their unconscious.
The ego is the conscious mind. It is the voice in our heads
that is critical or "parent-like." The ego is focused on
rewarding itself and not helping others. It acts as a barrier to
the pure messages that come from the unconscious.
Thus, the terms "ego-maniac" or "big ego" are
used to describe people who function solely from their egos. This
type of functioning leads to imbalance and selfishness, two of the
biggest barriers to selling success. You cannot possibly find ways
to help customers and be a great listener if you are functioning from
Self-discipline can contain the ego and quiet its voice. The
concepts you will read about in this book, if put into practice, can
help you move away from ego-centric behaviors, which ultimately leads to
better intuitive skills and a closer connection to the core of who you
are, which is in the unconscious.
The ego has a need to control and the false perception that things
can be made safe through control. Let go of your need for control;
itís too stressful and many times can lead to the opposite of the
intended result. This leads to difficulties with
The ego tends to fight change through fear and worry. The best
way to deal with change is to realize that your unconscious is
immutable. It is who you are.
Eliminate Negative Self-Talk
The ego is the creator of negative self-talk and fear. The
unconscious listens to your self-talk and takes action on what it hears
or sees. This is why it is so important to avoid negative people
Identify negative influences and remove yourself from them.
Negative thoughts, images, and people hold you back from achieving your
potential by influencing and programming your powerful
The unconscious needs only positive influences.
Find Quiet Time
Communicating with the powerful inner parts of your consciousness is
difficult, but not impossible.
The unconscious needs quiet time to work and express itself.
Meditation, prayer or just sitting alone are excellent ways to quiet
your mind and let thoughts emerge from your unconscious.
This is not a quick-fix process and it takes time to develop the
proper skills. There are many programs that can assist you in
these areas and if used wisely and with discretion, can have positive
Perceptions are Reality
We see the world in two ways: the way we think things are and through
the value we assign to those things. Work on changing your
perception of how things are to produce big changes in your
You create your own reality. Your unconscious is the key player
in this. This is also true of your customers, who develop
perceptions of you and your value to them and their
Being in tune with your unconscious is an excellent way of keeping
your perceptions more clear and obtaining a better understanding of the
perceptions others have of you.
How you see yourself equals the results you get in
What is your self-image? Where is your internal barometer
- Picture yourself the way you want to be and set specific goals to
improve your self-image.
- Determine and write down your specific goals and personal mission
statement to be sent to your unconscious.
- These goals must be written down; if not, they will randomly move
through your ego and conscious mind, rather then programming your
- Be around successful people, copy them and add your own personal
touch, which improves what they do.
- Follow the advice of winners and do not just listen and do
nothing. They are winners for a reason.
- Let go of your ego and take action on self-improvement based on
what you have learned from winners.
- There is plenty of room at the top and success is lasting,
otherwise it is not success.
- How would you act if there were no chance of failure? Act
- Visualize your success and focus on the end results, or actions,
you will be doing when success comes.
- Remove limiting thoughts about success.
- Do not say, "I need to be"; rather, say, "I am this
- Visualize how you expect to be in the future and begin acting that
If sales is your profession, then realize that selling is extremely
valuable and a service that helps people. It is fun, rewarding,
and fulfilling to help others.
- Learn more about the ego and the unconscious.
- Make time for quiet moments, with no interruptions, and let your
mind be silent.
- Listen to the messages about your lifeís purpose from your inner
- Ask how you can create a personal mission that serves others (see
- Begin living this mission.
- Learn to control the ego and to release your true inner self.
is the key to happiness and to developing intuitive selling
About the Author:
Thomas Wood-Young, President of Wood-Young Consulting, a marketing
consulting firm in Colorado, is our guest author for May.
This article is an excerpt
from his book, Intuitive Selling currently available from Amazon.com,
or by request at your local bookstore. He can be reached at tom [at] woodyoungconsulting.com.
© Thomas Wood-Young 2001 Used with permission
- Intuitive Selling, Thomas Wood-Young 2001. Wood-Young
Publishing. ISBN 0-970-62330-5
- Jesus Inc: The Visionary Path: An Entrepreneur's Guide to True
Success. Laurie Beth Jones 2001. Crown
Business. ISBN 0-609-60717-0
- Slack: Getting Past Burnout, Busywork and the Myth of Total
Efficiency. Tom DeMarco 2001. Broadway
Books. ISBN 0-7679-0768-X